Get'm where they live

When a rep goes above the call of duty or closes a big sale, sent a thank you note to their home. This not only makes the contact very special but lets them share their feelings with their families. I have even gone so far as to send a note to a reps significant other if they've been working extra hard saying "I know NAME has been working extra hard and spending a lot of time at the office, I appreciate you supporting him/her. I know he/she is driven by a desire to build a great future for your both. Thank you." This can go a long way toward building morale and keep your reps motivated.

Make A Difference!

Thanks Jim Busch

Tap into your reps goals

Recent research has found that external motivations such as bonuses and contests have only a short term effect. This is due to a phenomenom psychologists have dubbed "Hedonic Adaptation." We become accustomed to these things very quickly. We may dream of earning $50K a year but once we attain that goal, somehow $50K doesn't seem like that much money. For long term continuous motivation you need to stimulate a person's intrinsic motivations. Intrinsic motivations may not be tangible. Internal feelings like pride, a desire to prove themselves or a feeling of mastery provide. To learn what gets your reps juiced, sit down with them and talk about their goals and motivations. Ask lots of questions and encourage them to open up and share their true feelings. One of the hallmarks of a great leader is that they treat reps as individuals. They strive to learn what makes their reps tick and then develop a motivation plan for each of the people on their team.

For more on this subject, I suggest you read "Drive" by Daniel Pink. This is a very interesting book whic may change your thoughts on motivation.

Make A Difference

Thanks Jim Busch